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The eight building blocks of Value-Integrated Selling are logically integrated by a series of bonds that make use of relevant theoretical knowledge about buyers? tendencies, psychographics, and behaviors. The framework also allows the sales staff (salespeople and sales managers) to define a complete roadmap for selling and sales management that accounts for various complex issues.
- Develops a revolutionary framework to describe consumer and organizational buying processes, derived from author's earlier work in a nationally-sanctioned textbook in China
- Approaches data modeling in a...